Distribution Sales Manager Eastern Europe
SolarWinds
Vienna, Austria
vor 4 Tg.

Overview

The employee shall be engaged as Senior Account Manager Distribution. The Senior Account Manager Distribution is responsible for the development of the distribution channel landscape in the assigned region, meeting budget and activity targets and ensuring Partner and Customer satisfaction.

This includes development of existing distribution partners, reactivation of lost and inactive partners and new partner recruitment as well as generating revenue for SolarWinds MSP by closing sales at defined monthly quotas

Responsibilities

  • Constantly review performance of existing distributors and provide feedback to internal stakeholders
  • Develop relationships and structured partnerships with distribution partners
  • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones
  • Coordinate development of sales and marketing materials required for distribution partners to be successful
  • Promote company within distribution organizations
  • Train sales resources within distribution and attend client meetings with them where required and possible
  • Manage potential channel conflict with other sales channels
  • Work closely with other cross-functional management teams in marketing, product, legal and finance operations
  • Maintain close cooperation with MSP Account Manager and Account Executives in the assigned region
  • Maximize revenues through the direction of Distribution Sales activities
  • Responsible for meeting distributor revenue targets for new and existing business in the assigned region across all products.
  • Build and maintain a consistent and reliable funnel of opportunities and meet agreed contract volume and revenue targets for new business.
  • Retain and grow existing customers to agreed revenue targets by upselling and cross-selling
  • Develop and maintain excellent knowledge of SolarWinds MSP solutions and benefits as well as general trends in the MSP market
  • Organise and lead customer events jointly with distributors for face-to-face selling
  • Identify and maintain suitable alliances with partner vendors and industry bodies
  • Qualifications :

  • English Business level is required
  • Fluency in other languages is an asset
  • Experience

  • At least 3 years of sales experience in IT channel
  • A proven track record in the IT channel
  • Experience in specialist software solutions and / or security software sales is preferred
  • Profile

  • Expected travel volume up to 33% of working time
  • Positive and resilient mind set
  • Ability to succeed in a fast-paced environment with little supervision
  • Proven ability to dynamically establish and adjust priorities based on activity
  • Ability to multi-task effectively
  • Effective presenter, mediator and collaborator
  • World class relationship building skills
  • Proficient PC skills
  • Salesforce® experience a plus
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